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Welcome. Simply Reliable Software Tom Coffin. The Art of Systems Integration. How to change from a Custom Installer into a Systems Integrator and make more money!. Let’s Talk History. 1950’s HiFi Stores 1960’s Speakers Behind Curtains 1970’s Advent Front Projection- VCR

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Simply Reliable Software

Tom Coffin

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The Art of Systems Integration. How to change from a Custom Installer into a Systems Integrator and make more money!

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Let’s Talk History

1950’s HiFi Stores

1960’s Speakers Behind Curtains

1970’s Advent Front Projection- VCR

1980’s In Wall Speakers

1990’s Home Automation

2000’s Home Cinema-Control

Now here at the close of the 2010 decade, how will you define yourself?

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What is an Integrator?

An Integrator takes seemingly diverse products and brings them together to work in harmony

The User Interface needs to provide the end user a common paradigm to follow

Expertise in how to implement and make these products work together is necessary

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Life Safety-Security

Access Control

Information Infrastructure-Structured Wiring


Whole House Music-Distributed Audio

Whole House Video-Distributed Video

Home Theatre

Video Surveillance

Lighting Control

Climate Control

Central Vacuum


Systems Integration

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Why are categories important?

Baby steps for trial closes

Helps the end-user understand the breadth of systems in their house

Shows them your technological prowess

Separates you from the competition ie: the stereo guy, the TV guy, the home theater guy

Segments their spending into smaller easier to swallow pieces

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Scalable Convergence

The Seamless Integration of Information, Communications, Entertainment and Control with Variable Feature Content and Pricing Architecture

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How Do I Start?

Good Better Best

Multiple Size markets

Engineer Solutions

Proposal Binder

Credibility Binder

Budget Sheet

Feature Sets

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The Presentation

The Suspect Elevator Speech

The Prospect Meeting

Review Plans

Pitch You, Your Company, Your Solutions

Disciplines-Order is Important!

Stress Expertise Without talking Down

Trial Closes and The Budget Sheet

Budget Range and Feature Set Review


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The Proposal

Stress benefits

Pictures Paint 1,000 Words

In Budget


Trial Close by Discipline

Scope of Work

Mutually Beneficial Contract


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Knowledge and Training

Cutting Edge Training

Social skills, respect, grace, etiquette

Train the Client

Every visit by one of their friends is a new potential prospect

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Client Maintenance

Stay in Touch Social Networking

Follow Up Calls Create Raving Fans

Problems are Opportunities

Ask for Referrals

Upgrades and Updates

Maintenance Agreement

Treat them like Royalty-they know all the other Rich people

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Process Map

Detailed Instructions for Job descriptions

Detailed Drawings by Phase

Detailed Process Binders

Define Exactly How Everything Shall Be Done

Scalable, saleable Business in a Box

Exit Strategy

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Thank You!

Simply Reliable Software



Tom Coffin


617-731-0113 ext. 110

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